Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening….
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Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going…
We’ve talked long and hard about how sales people need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it…
Have you ever sat through a pointless meeting and calculated how much of the company’s money was being wasted on individuals sitting around a table completely zoned out? Sales meetings…
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